Sales Styles over the years

Whilst participating in an international sales conference recently I was pleased to discover the following information. I hope you find it useful also.

1950-1970 The Presentation Era
This is the era in which sales people pushed their wears upon customers, also known as the "grab them by the tie and make the sale no matter the cost" period. This typically defines the current paradigm we have for many car sales persons.

1970-2000 The Customer Problem Era
Typically in this period the sales person would listen to the customer, come up with valid solutions to fill a customers needs. This is typically the era in which many organisations exist today. This is a much better state of sales focus to be when compared to the initial era. In fact the selling processes and behaviours are more in line with a profession.

2000-current The Blended Agenda
In this era sales organisations blend with each other in a symbiant relationship to assist in the growth of each respective business. In this era sales people truly become professional. Business and sales analytics take precedence. As with the Customer Problem era, sales staff understand the needs of the customer, however a very important step occurs here, the sales person does not assume that the customer understands a solution to their problems. In the blended agenda era sales staff investigate the entire problem with the customer and come up with a solution together, not individually. And act upon corrective actions.

The big question from here on is, "What is next?". Could the next era be Vendors have no sales force except for BDM staff and distribution handles a mosaic style of product supply chain services?



What are your thoughts?